Execution: The Discipline of Getting Things Done

by Larry Bossidy

The new game needs multifunctional teams that can create value propositions that link the services sold with the customer’s financial results.

kind of selling can take as long as a year before a c...

Executing the new strategy requires salespeople with the mental capacity to visualize the total needs of the Fortune 50 customer.

Do we have the sales

Do we know the technology

Do we have a cost structure

Plan Scattered or Sharply Focused?

Procter & Gamble, and many others have fallen victim to this overreaching.

After two decades of unfocused growth, Unilever ended up with about 1,600 brands.

In 2001 it confronted the problem head on, reducing its b...

Is the plan too ambitious? What are our priorities to avoid fragmentation of effort?

Is our leadership team taking on too many market segments simultaneously?

when the ideas you develop don’t fit with your existing capabilities,

too high a cost.

$6 billion industria...

high m...

network of small dis...

In a quest for...

bought many of these di...

build a retai...

own executives from Europe...

entrepreneurs who founded the distr...

It had no expertise i...

low-margin b...

significant logistical ...

Is this idea consistent with the realities of the marketplace?

Does it mesh with our organization’s capabilities?

Are we pursuing more ideas than w...

Will the idea mak...

wants to enter a new market

segment

doesn’t have the righ...

“We haven’t been in this business,

we’ve been in one that looks something like it, and we think we can assimilate the right capabilities to do it.”

That kind of thinking raises the risk leve...

“That’s wonderful. But we don’t have any core technology in manufacturing flat screens.

but we don’t have any history of making it.

In the end, and after a troublesome start, we licensed the technology to a company that had experience with it.

you have to not only evaluate the idea but try to anticipate how it’s going to fit into your environment.

Good ideas aren’t the same for everybody.

Another thing to watch out for is taking on too many projects.

When you see four ideas

We’re going to pick the two best ones

the appetite is much bigger than the ability to digest,

The strategy review helps to further articulate the direction of the business.

depends

linking the strategy process to the people and operations processes well.

The linkage between strategy and operations becomes totally transparent

If a new organizational structure is required, what new sales management skills will be needed?

es como el caso del desarrollo de la vertical de salud en Alestra

How do you get into the potential customers’ doors?

Como entrar al mercados de las pymes o de it